Explore the use of case studies as effective lead generators and social proof for business-to-business companies

 

In a world driven by online interactions and online purchases, social proof has become an essential component of content marketing strategies for businesses that want to connect with their target audience and generate sales.

One of the most powerful forms of social proof for business-to-business (B2B) organizations are digital marketing case studies that work to persuade potential clients to partner with your business through the success stories of your past clients. 

In fact, a recent survey of B2B buyers found that case studies ranked among the top five most valuable content formats for researching purchases. [1]

Keep reading to learn more about case studies, their importance for businesses, who can most benefit from them, and how we create case studies for our clients. 

 

What is a digital marketing case study?

A digital marketing case study tells the story of your client—who they are, the challenges they faced, and how you helped them overcome those obstacles to find success—through written or video content backed by qualitative and quantitative data.

The most effective case studies focus on positioning your client as the hero while highlighting your unique selling propositions (USPs) through the solutions you provide.

 

Why are digital marketing case studies important for businesses? 

Digital marketing case studies are a highly effective form of social proof that utilize both logical and emotional appeals to persuade your prospective clients to partner with your business. They act as powerful lead generation tools for your sales team because it’s much more effective to have your client talk about you than your team talk about yourselves when selling to prospects.

Case studies can be created as blog posts, added to landing pages, uploaded to a dedicated case study page, and/or shared on social media platforms.

 

Who can benefit from investing in case studies? 

Although reviews and testimonials are important for every type of business, case studies are especially beneficial to B2B organizations compared to business-to-consumer (B2C) companies.

Digital marketing case studies highlight all the problems your client was facing and how you supplied the solutions, powerfully exemplifying to your future customers the power of your products or services. The social proof of a case study is often very persuasive for potential clients who are deciding between multiple vendors.

Most B2B organizations can benefit from investing in case studies, but we’ve especially seen lead generation success from case studies for our clients in the healthcare and technology industries.  

 

How we create the best case studies for our clients

Every marketing agency creates their case studies differently, but at Different Perspective, we strongly believe that our case studies are an essential part of your overall marketing strategy when aiming to build brand awareness, generate leads, and increase your conversion rate.

We create case studies for our clients that are extremely comprehensive with our team involved in every step of the process from start to finish. In most cases, we begin by developing questions and interviewing our client’s customers on their behalf. Next, our content team begins writing the case study with the information from the interview as well as supplemental materials submitted by the team and from client websites.

Once the case study is written, it’s sent to our client for their approval who then sends it to their customer for approval. After both parties have given the green light, the case study is distributed and published on the appropriate channels as part of our client’s sales efforts to entice new customers into utilizing their products or services over their competitors. Due to our team’s unique and diverse background and experience, we are able to write case studies in English, Spanish, and Portuguese. 

 

Looking for a marketing partner to create case studies for your business? 

We’re proud of our ability to craft in-depth case studies that effectively illustrate how you achieved enormous success with a specific client or situation to improve your brand perception, establish credibility, and make a lasting impact on your audience as a part of your social proof.

 

Contact us today to learn more.

Source:

1: Demand Gen Report | 2021 Content Preferences Survey